No More Cold Calling

OCTOBER 1, 2021

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. Salespeople are asking the wrong questions: What are the best sales techniques? How do I sell effectively on social media? It’s not what will help you win clients; it’s who. The answer is you.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

JUNE 13, 2013

This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. Economic-impact tools help sales professionals gather qualifying data. Which economic-impact tools have you used, and what results did you get?

ROI 235

ROI Sales Qualified Lead Analysis Small Business 235

No More Cold Calling

APRIL 11, 2013

My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Nancy understands that social-selling tools can’t replace personal conversations. The key is to do it strategically and use smart tools. Great advice!

Social Selling 298

Social Selling Scale Webinar Metrics B2C 298

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. New hires need the technical know-how for their jobs, as well as the skills and tools to become part of the referral team. Want to give your team the tools they need to generate referrals (at scale) in the New Year? We don’t respond to being told.

Referrals 328

Referrals Hiring Sales Management Scale 328

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Smarter than the Average Algorithm The problem is, we get so enamored with technology that we forget it’s only a tool to make human beings more effective.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

JULY 29, 2018

It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Why Productivity Tools Make You Less Productive … and Less Creative. Technology is an amazing tool, but humans make the final decisions. Learn more about referrals in my blog posts this month. Forget closing.

Referrals 168

Referrals Sales Qualified Lead Marketing Qualified Lead Leads 168

No More Cold Calling

MARCH 29, 2012

LinkedIn is a terrific sales tool. Tell them why your think the connection is valuable, offer them an article or tool from your website, or offer to help with your expertise. T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. Leverage Your Business Development.

Social Media 267

Social Media Referrals LinkedIn Travel 267

No More Cold Calling

MAY 24, 2018

Sales productivity tools are everywhere, but do they really enhance productivity? Decide what your buyer cares about and choose only the tools to enhance your productivity. Trends mean nothing unless you include your buyer in your research. How to Evaluate Sales Prospecting Techniques and Technology. It’s pretty simple, really.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

DECEMBER 5, 2013

Then your sales force needs the right tools for success. Give Them the Right Tools. Imagine if tools existed that enabled salespeople to self-manage within a system that provided true benefit for them and transcended the ‘I’ve got to enter this data for management’ paradigm. About the Author. Comment Here.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

No More Cold Calling

JULY 5, 2018

It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Yet, unless yours is among the 5 percent of sales organizations that have built referral selling skills, set referral metrics, and made referrals the way you work every day, you’re missing out on your biggest competitive tool.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

NOVEMBER 25, 2014

It’s just that some of the tools have changed in the digital age. That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. The process hasn’t changed much over the years, but the tools sure have.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

JUNE 20, 2013

This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. Associations Enterprise Small Business referral selling sales sales strategy sales techniques sales tips sales tools' Read “ The ROI of ROI.”).

ROI 191

ROI Loyalty Referrals Cold Calling 191

No More Cold Calling

FEBRUARY 21, 2019

The way to embed learning and actually remember information is to use “testing as a tool for learning.” Their research is fascinating and upends how we thought we learned. Studying by reading, re-reading, and repetition affects short-term memory only. We retrieve information when we’re quizzed, and that retrieval interrupts forgetting.

Cold Calling 308

Cold Calling Training Research Study 308

No More Cold Calling

JULY 29, 2014

Associations Enterprise Sales Management Salespeople Small Business sales tools selling Social Media strategy' Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Comment Here. What social selling strategies have you found to be most effective?

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. But what will happen in 2022?

Trends 356

Trends Margin Cold Calling Outbound 356

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. Big problem. Don’t get me wrong.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

SEPTEMBER 15, 2011

Give them real tools and training and start realizing your sales numbers! We give them sophisticated software—Cloud CRM applications, aggregated intelligence, appointment setting, marketing automation, and social media tools—among others. Right Tools, Right Results. We call their cell phones instead.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

AUGUST 26, 2014

Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” What should have been simple and easy snowballs into complexity—despite our efficiency leveraging the tools to improve our efficiency. Now what may have been a simple query snow balls into diverse opinions. Very well put!

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

JUNE 22, 2017

Investing in Sales Tools and Resources. Give your reps the sales tools they need to optimize their time with their customers. That represents a huge boost to your numbers. When you hire, don’t settle. Go for the best and do what it takes to keep them engaged and retained.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

AUGUST 9, 2018

What has changed is the abundance of technology tools, and with that change comes a huge risk. They’ve forgotten that their most powerful prospecting tool is referral sales. Yep, that long. Reps over-rely on technology. They think technology can do their jobs. They’ve forgotten that technology doesn’t replace conversation.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

OCTOBER 1, 2020

Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals. When you ensure that referrals come first in your business development plan, referral selling becomes a scalable prospecting strategy. Read “ Are Referrals Your Priority … or an Afterthought? ”).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads. But very few understand how to incorporate technology into their prospecting strategy.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

MAY 25, 2023

Lackluster sales performance isn’t due to a lack of technology, because 66 percent of sellers told Salesforce that they were drowning in tools. The problem is, there’s too much competition and not enough competitive differentiation.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JANUARY 29, 2014

The rapid growth of LinkedIn, Facebook, Twitter, and a whole range of other social selling tools, has lead an entire generation of sales people to abdicate their sales duties to technology. Jan 29 2014 2:00 pm.

Webinar Metrics 159

Webinar Metrics Social Selling Referrals Twitter 159

No More Cold Calling

MARCH 1, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 249

Lead Generation Data Marketing Qualified Lead Leads 249

No More Cold Calling

AUGUST 11, 2015

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. As he writes: Technology is an amazingly powerful tool to enable us to more efficiently, effectively and persuasively speak with people. Without strong relationships, your sales career is DOA.

Referrals 120

Referrals Cold Calling Twitter Google 120

No More Cold Calling

APRIL 26, 2021

Especially now, referrals are the one powerful tool for getting past the access chokepoint. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals. The effectiveness of referrals is well-recognized. Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

DECEMBER 10, 2013

” She writes: Tools are tools…period. In the battle between the old and new ways of selling, the sweet spot is somewhere in the middle. That’s why I love this post from Barb Giamanco, entitled “ Because I Said So.” You’ll get no argument from me there.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

AUGUST 7, 2014

Perhaps you didn’t equip them with the skills and tools to do their job. So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Get rid of deadwood as fast as you can. Well, maybe not so fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

MARCH 15, 2018

Marketing automation, CRM, social media, artificial intelligence, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in any sales organization’s toolbox is still its people! That we must spend less time connecting online and more time building connections that count.

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

No More Cold Calling

DECEMBER 28, 2018

We know that salespeople who use AI and other predictive analytics tools are far more productive than those who don’t. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. Not so fast. But will sales AI actually replace us?

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

No More Cold Calling

MARCH 29, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

OCTOBER 16, 2014

Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! That we must spend less time connecting online and more time building connections that count.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

No More Cold Calling

MARCH 16, 2017

More and more, sales professionals use social media as an indispensable sales and prospecting tool. This doesn’t mean salespeople shouldn’t use all the tech tools at their disposal. But cold calling isn’t the answer, and neither is warm calling. . Wake Up from the Warm Calling Fantasy. Strike a Balance Getting Qualified Sales Leads.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

No More Cold Calling

JUNE 6, 2013

Associations Enterprise Small Business sales sales experts sales strategy sales techniques sales tips sales tools' How are you training your sales team to have the ROI discussion right out of the gate?

ROI 258

ROI Conversion How To Loyalty 258

No More Cold Calling

APRIL 4, 2013

Associations Enterprise Small Business referral sales referral selling sales sales experts sales strategy sales tips sales tools selling' How did follow-up and reinforcement (or lack thereof) make a difference in your success at implementing what you (and/or your team) learned?

Sales Management 265

Sales Management Referrals Cold Calling Small Business 265

No More Cold Calling

AUGUST 31, 2017

Whoever touts the latest app, the latest technology, the latest productivity tools, the latest stats—we can’t wait to check them out. I’m in the supposed minority who prefers reading over watching, which is why I was intrigued by a new tool that lets you turn written copy into a video. According to CSO Insights, only 55.8 environments.

Referrals 149

Referrals Cold Calling Account Video 149